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I’m biased when it comes to the kind of customers I want to work with. I prefer leaders to managers. There’s nothing wrong with managers. Many of my clients are. But as I get older, [...]

In Quicksand Words & Phrases I wrote about marketing terms that were so overused and empty they turn customers away. “Brand” unfortunately is in that group too. For different [...]

Once upon a time (last year) in a land far, far away (which looked a lot like ours) there was a contractor named Herbert (who reminded me of you). He was hard working and intelligent. Herbert [...]

I’ve been calling consulting prospects. Talking with operators made me think about your customers and prospects. When they first call you. Reminded me of the old saying: [...]

We know things exist, even if we’ve never seen them. We feel their effects. That’s how market pricing works. If we understand forces that weigh on us, we can use tactical pricing [...]